Jody F. Manning has been a superintendent in New York for more than 20 years, but his experience didn't make his conversation with the woman across the table any easier. "Terry Jones" had made three increasingly urgent phone calls asking to meet about her daughter, whose grades have been dropping precipitously. Jones talked about her…

Negotiation skills are essential in everyday life, whether in a professional or personal context. Negotiation enables two parties to address misunderstandings and avoid conflicts through an exchange that depends as much on the interpersonal skills of the negotiators as the tactics employed. Acquiring these skills requires not only sound conceptual…